Developing Prospects. Driving Revenue

ViewPoint | The Truth About Lead Generation

“Guruji, who was I in my last incarnation?” Sri Ramana Maharshi answered, “Who wants to know?”

Posted by James Obermayer Sep 23, 2014 9:21:46 AM

A clever and accurate answer to a disciple’s question of the great Hindi sage, and not too distant from a question I ask marketers today. “What are you,” I ask, “in this incarnation? Are you a marketing manager who likes bling or accountability? Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”

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Tags: B2B Marketing, Marketing Strategy

Building an Inside Sales Lab: 10 Essential Tips for Success

Posted by Jeffrey Feuer Sep 16, 2014 9:30:00 AM

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. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. He’s got some tips you’ll want to know about.

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Tags: Inside Sales

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

Posted by James Obermayer Sep 9, 2014 8:30:00 AM

Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought. I once heard a company president, during a company tour, say to his guests, “And here we have our overhead departments.”

I think it is shockingly true that companies get the market share they deserve. 

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Tags: B2B Marketing, Marketing Strategy

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Posted by Dan McDade Aug 26, 2014 9:00:00 AM

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions:

  • Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • Should CMOs feel confident that these leads from marketing automation are ready for sales to close
  • Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

We started the first series hearing from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

In the second part of the series, we heard from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

We are now at the third and final part of this series, where we will hear from Connect & Sell’s Chad Burmeister; consultant and professor Ruth Stevens; sales guru Chris Tratar; Care.com’s Chris Snell; and finally, cleaning up is 60-Second Marketer’s founder and CEO, Jamie Turner.

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Tags: Lead Qualification, Inbound Marketing, Lead Management

It’s All About the People: A Review of "Never Be Closing"

Posted by Dan McDade Aug 21, 2014 8:30:00 AM

I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about. So, while I started the book with a lot of skepticism, to my surprise, I actually ended up really liking it.

Now, with that said, why should YOU read the book? Without giving it all away, I’ll share a small sample of what the book covers and what I found to be the most interesting and compelling aspects.

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Tags: Sales Process, Sales & Marketing Management

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

Posted by Dan McDade Aug 19, 2014 9:17:00 AM

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions:

  • Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • Should CMOs feel confident that these leads from marketing automation are ready for sales to close?
  • Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?

In the first part of the series, we heard from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

Here, in the second of this three part series, we will hear from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

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Tags: Lead Qualification, Inbound Marketing, Lead Management

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

Posted by Dan McDade Aug 14, 2014 9:21:00 AM

Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. No doubt ViewPoint readers will find it worth the read. On the dust cover, John writes: “Most people already know that the days of knocking on doors and hard selling are over. 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?’” And that’s why he wrote this book.

The premise behind John’s book is that “sales people are no longer just closers. They must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.”

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Tags: B2B Sales

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Posted by Dan McDade Aug 12, 2014 9:49:00 AM

Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions:

  • Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • Should CMOs feel confident that these leads from marketing automation are ready for sales to close?
  • Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
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Tags: Lead Qualification

B2B Mobile Marketing: 15 Ideas You Can Use Today...

Posted by Jamie Turner Aug 5, 2014 9:00:00 AM

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. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas.

The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace.

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Tags: B2B Marketing, Mobile Marketing

He said, “One of us is wrong, and it surely isn’t me!”

Posted by James Obermayer Jul 29, 2014 8:30:00 AM

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Not to put too fine a point on it, but you’re giving us crap more than 50% of the time; they’re students, prisoners and competitors.”

Was he right?

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Tags: Lead Generation, Lead Qualification, Sales Leads