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Proof that Account-based Marketing Works

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One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Tip 1: You have to BELIEVE prospecting works. These are the folks who conspire to tell you that prospecting doesn’t work.

Trending Sources

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

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We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. – He never hears from that company again; and even though he had interest, the person working the lead didn’t invest the number of touches required to earn a conversation and win his business.

2014 B2B Marketing Trends That Work

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As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing.

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

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And, at lot of times executives will say “I tried it and it didn’t work.” Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always. We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach. We work with you to create an accurate, current targeted database. Neither option ever works out.

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

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To be successful, the two must work in synch to discover latent and potential needs, to track and anticipate value, and to convert this knowledge and understanding into effective demand. How can the two start working together effectively? This saying always amuses me.

What Should the Sales Close Rate Be?

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If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14 deals. What chance do you think there is that sales will work 9,000 “leads” when they know just 162 of them are even qualified companies?

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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And it means Sales has to work all the leads turned over to them, fully. In his work Aphorisms, he wrote: “For extreme diseases, extreme methods of cure, as to restriction, are most suitable.”. Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over.

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

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I ask people who work for me to do the research and report back. Managing Partner at Homeport Marketing, Pam Hege , lists the top three reasons marketing has checked the “done” box on lead scoring whether it’s working or not.

Bubble in the Funnel

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Only 42% of marketing generated leads were accepted and worked in those same years. 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.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

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Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. How much should a lead cost?

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Expert Panel’s Feedback on Our Lead to Revenue Calculator

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Marketing should not be working outside the sweet spot. 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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The Quest for Good Leads: Are You Asking the Right Questions?

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We attribute it to the fact that the outbound work does much of the screening and vetting and sometimes even the first steps of selling, thereby increasing the quality of the lead. What’s a good lead rate? How much should a lead cost?

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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Have open, regular dialogue with sales and stakeholders on what’s working and what’s not to quickly adapt their joint efforts. Neither is using advertisements to target and retarget a group of people because they work at a company and came to your web site.

5 (doable) ways to drive revenue growth now

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They are logical, doable, effective steps you can put in place—and they work. Looking for a simple and seemingly magical solution to a complicated problem of growing revenue? You’ve come to the wrong place. But, if you’re seeking real answers to this age-old question, we have something for you. PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now.

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

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The second man was asked: "What are you working for?" 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?" He answered: "Laying some brick." He answered: "Five dollars a day."

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

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All CMOs need to work towards making the company sustainable from a marketing standpoint. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine.

Is Your Lead Generation Strategy Broken?

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When the two departments don’t agree on what they’re working toward, marketing will continue to accuse sales of disregarding leads, and sales will continue to accuse marketing of providing bad leads.

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

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Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations.

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

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For example, a leading analytics firm I worked with tailored their nurturing program to 4 different verticals and multiple scenarios within each vertical. This year I've been talking a lot about Nurturing.

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

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Both are working toward different, conflicting metrics. Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync.

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

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It works like this: Inbound SDRs individually process as many as 800 leads per month. The Pretending It is Working Approach. The result: Poorly designed lead scoring systems based on intuition that just don't work.

Insights on Outbound Conference in Atlanta

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Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. 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.

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

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In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. I do know ABM works— when done right.

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

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It’s a new way of working, a pivot to higher revenue. 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.”

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The next day we started working on the problems to help her out. 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.

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B2B Mobile Marketing: 15 Ideas You Can Use Today.

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But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing.

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How to Leave Voicemails that Generate Results

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Start working on better, more effective voicemails and test, test, test. 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.

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

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Another 20% of leads are ineffectively worked for mostly subjective reasons (i.e., 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.

The #1 Reason CEOs Should Care About Lead Generation

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Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. I often say that CEO’s don’t care about leads, they only care about revenue.

How to Turn Sales Leads into Revenue, Not Just Work

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Marketing’s responsibility is to work with sales to identify the challenges or pain points of their target audience and create tailored content to speak to those challenges. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

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Gather the revenue influencers in your company—CEO, marketing, sales, operations, IT—to gain insight into the way your internal teams work together. In part one , I provided insight into the why and what of a lead-to-revenue assessment.

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Marketing Automation is Not Marketing Strategy

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In other words, marketing automation doesn’t work without strategy. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation.

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

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This function (often the CEO’s) is to inspect leads that are rejected (did they or did they not meet the lead criteria); leads that are ignored (not rejected but not worked); and leads that are accepted but don’t move in the funnel—to assure accountability.

How Much Do Your Leads Cost?

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True leads require a lot of work—and that work doesn’t come cheap. Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know.

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Follow the Money: The Primary Responsibility for CMOs

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If begging and pleading doesn’t work, look at sales results to see if there is a match between the lead and a recent purchase.

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Marketers: Are You Preparing to Take the Summer Off?

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Talk to the 85% of executives who are working and don’t worry about the 15% that might be at the beach. You can call the 15% when they return to work. Sure, give them a few days to catch-up, but rather than waste the summer months, just work around your targets’ summer schedules. An embolism is a blockage caused by one or more bubbles of air in the circulatory system.

Most Market Share Battles Are Lost, Not Won

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They spend the least on marketing, get the minimum return, and then complain when marketing doesn’t work for them. Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies.

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

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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. We need to think of integration like a basketball team, each player has their defined role, we practice plays, but work and adjust nimbly based on what it takes to win.”. Other than in a few cases, it just ain’t working.

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PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better.