ViewPoint

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

ViewPoint

I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. But I have no lead score, and no one contacts me because I don’t have any activity on your website.

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

ViewPoint

When someone leaves their website, they’ll be able to display relevant content as the prospect reviews other sites. This year I've been talking a lot about Nurturing.

Trending Sources

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

ViewPoint

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).

Insights on Outbound Conference in Atlanta

ViewPoint

For example, right now our website says: “PointClear is 100% focused on proactively reaching out to prospects that fit your ideal profile. 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.

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

ViewPoint

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.

Sales 121

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

ViewPoint

Click to start at this point — I know which companies visit my website, and I wondered how closely Matt followed his site’s traffic. You can connect with Matt and learn more about Heinz Marketing via the following resources: Website: www.heinzmarketing.com.

Income 121

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

ViewPoint

Another new contributor, Rich Wilson has a big head (according to his website).

PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact

ViewPoint

You can connect with Lori and learn more about Score More Sales via the following resources: Lori''s Website: www.scoremoresales.com. Joining me today is Lori Richardson, Founder and CEO of Score More Sales.

Video 124

PowerViews with Dave Stein: Hire the Right Salespeople

ViewPoint

You can connect with Dave and learn more about ES Research Group via the following resources: Website: www.esresearch.com. More than one in five salespeople don’t have the qualities to succeed in the field.

Video 115

PowerViews with Koka Sexton: How to Leverage Social Media

ViewPoint

If a potential customer visits your company website and downloads a white paper, one of the first things your sales team will want to know is who is connected to that potential customer on LinkedIn. Leveraging social media is a familiar tactic for individuals. Have you written a new blog post?

PowerViews with Dan Waldschmidt: How Ordinary People Can Achieve Outrageous Success

ViewPoint

You can connect with Dan and learn more about Waldschmidt Partners International via the following resources: Website: www.edgyconversations.com.

PowerViews with Dan Waldschmidt: Changing the Conversation

ViewPoint

You can connect with Dan and learn more about his work via the following resources: Dan Waldschmidt Website: www.danwaldschmidt.com. Waldschmidt Partners Website: www.waldschmidtpartners.com. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International.

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

ViewPoint

Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. In today’s B2B companies, marketing and sales alignment is critical to success.

B2C 78

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

ViewPoint

Precise tracking of what email links the prospects click, website pages they visit, how long they stay, and, most importantly, having a system that customizes the nurturing for them based on the criteria just mentioned. It’s 2015. The marketing word of the year is Nurture.

REVENUE: The Golden Opportunity with Big Data and Content Marketing

ViewPoint

Get these segments to your website and look at what they do when they get there. Content marketing is often seen as the key to inbound marketing, luring prospects into your website to begin with. By Christopher Hosford, editor-in-chief, HosfordGroup.

PowerViews with Jim Dickie: Customer-centric is Key

ViewPoint

You can connect with Jim and learn more about CSO Insights by visiting their website: CSO Insights: www.csoinsights.com. My guest today is Jim Dickie.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

ViewPoint

For low value, transactional sales, you should at least have a chat window on your website. 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.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

ViewPoint

You can connect with Chad and learn more about ConnectAndSell via the following resources: Website: www.connectandsell.com. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology.

Field 95

PowerViews with Peter Bourke: Sell Less, Win More

ViewPoint

You can connect with Peter and learn more about his work via the following resources: The Complex Sale Website: www.complexsale.com. Better Way Strategies Website: www.betterwaystrategies.com. Sell less, win more. Don’t even try to start selling—and you’ll win more commitments.

Power Opinions - Experts Select Top Three Social Media Tools

ViewPoint

Other tools listed: HootSuite and Buffer with two mentions and the following with one mention each: content management, AWeber (an email marketing tool), Feedly (thanks Dan Waldschmidt —great replacement for Google Reader), Google, InsideView, LeadRocket, mobile optimized website, SlideShare, social advertising, social listening, Sprout Social, Triberr, WordPress.

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

ViewPoint

It used to be commonly thought that you couldn’t track social media, but we can now get hard numbers to learn how many visitors a campaign drove to our website and how many of those visitors were converted into customers. Website: www.60secondcommunications.com.

Mobile 100

PowerViews with Michael Brenner: The Battle for Customer Attention

ViewPoint

You can connect with Michael and learn more about his work via the following resources: B2B Marketing Insider Website: www.b2bmarketinginsider.com.

PowerViews with Chris Tratar: Execs Need to Support ‘Sale-First’ Culture

ViewPoint

You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM).

CRM 83

Is Anyone Leading Lead Management?

ViewPoint

Website Management. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

The Real Reason Sales People Struggle to Close Opportunities

ViewPoint

By the way, you can blame the IMDb website for the “alpha dog motivational salesperson” tag. This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog.

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

ViewPoint

You can connect with Ruth and learn more about eMarketing Strategy via the following resources: Website: www.ruthstevens.com. The amount of data available to marketers today can be overwhelming.

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

ViewPoint

You can connect with Ardath and learn more about Marketing Interactions via the following resources: Website: www.marketinginteractions.com.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

ViewPoint

A survey Of 175 B2B buyers reveals what they want to see on vendor websites. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant.

PowerViews with Bob Perkins: Inside Sales is Here to Stay

ViewPoint

You can connect with Bob and learn more about AA-ISP by visiting their website: AA-ISP: www.aa-isp.org. My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite.

Skype 78

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

ViewPoint

You can connect with Jim and learn more about the Sales Lead Management Association via the following resources: Website: www.theslma.com. We’re nearing the last quarter of 2013, and another year of sales will soon be behind us.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

ViewPoint

You can connect with Kyle and learn more about SalesLoft via the following resources: Website: www.salesloft.com. I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads.

How B2B Marketing and Sales Alignment is Like a Relay Race

ViewPoint

In marketing, teammates must ensure that website visitors and inquisitors can access the right content to assist and propel the buyers’ route.

B2B Lead Gen: Can you do it cheaper and better inside?

ViewPoint

Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools.

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

Self-identifying keywords used on the company website (ALC). The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists.

PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture

ViewPoint

You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM).

CRM 56

Successful Lead Generation - One Size Does Not Fit All

ViewPoint

The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows.

SIC 60

PowerViews with Nick Stein: The Role of Games in the Sales Office

ViewPoint

You can connect with Nick and learn more about his work at Salesforce.com via the following resources: Website: www.work.com. Mobile and social technologies have radically changed the way people buy.

PowerMinute: [Video] Why Measuring Success on Cost Per Lead is a Huge Mistake

ViewPoint

Second, not everyone who visits your website and fills out a form is a lead. Do you measure success on the basis of your cost per lead (CPL)? If so, you might want to think again. Measuring success through CPL is a mistake for three reasons. First, you can’t create the same umbrella lead for different solutions. Third, actively nurturing long-term leads can halve your cost per deal closed. Find out how to really determine the cost of a lead in this PowerMinute session.

CPL 53

PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

ViewPoint

You can connect with Josiane and learn more about her work by visiting TeleSmart's website: TeleSmart: www.tele-smart.com. Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies.

PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra

ViewPoint

The website helps people find babysitters, nannies, childcare and senior home caregivers. Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients.

Video 50