Developing Prospects. Driving Revenue

ViewPoint | The Truth About Lead Generation

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

Posted by Dan McDade Apr 17, 2014 8:12:00 AM

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline, which was published by DemandGen Report. In the article I assert:

"A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call 'inbounditis') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.

"The three major symptoms of inbounditis are:

Read More

Tags: Marketing Strategy, Inbound Marketing

Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big

Posted by Guest Blogger Apr 15, 2014 8:28:00 AM

By Christopher Hosford, editor-in-chief, HosfordGroup.

Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners, whose company enables startups in the infamously dystopian town. But Linkner was not here to talk about bootstrapping Detroit. What he did talk about was an eye-opening presentation about how to bring the “startup mentality” to enterprise companies.

Read More

Tags: B2B Growth Strategy

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

Posted by Guest Blogger Apr 10, 2014 7:26:00 AM

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts.

Why Cold Calling Still Works

Read More

Tags: Sales Process, B2B Sales, Increase Sales, Guest Blogs

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

Posted by Dan McDade Apr 7, 2014 8:46:00 AM

My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said.

Jim is also head of the Sales Lead Management Association, which regularly names the 50 most influential people in lead generation. During our discussion, he pulled no punches about how to plug the leaks in sales leads.

Read More

Tags: Sales Process, Lead Nurturing, Increase Sales, Sales Leads, PowerViews

Tweet Less and Talk More

Posted by Guest Blogger Apr 3, 2014 8:28:00 AM

Toss the technology. Relationships rule in sales.

Typing_Attribution_GoogleThe Internet is the most powerful, life- and business-changing tool created in generations. But while technology has forever altered our sales processes, it won’t save our sales careers. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. That’s our job.

Technology provides us with many great tools, but it is the person behind the LinkedIn profile, all the fancy gadgets, and high-tech presentations who actually makes the sale. 

Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection.

Read More

Tags: B2B Sales

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

Posted by Dan McDade Apr 2, 2014 8:32:00 AM

Edgy Conversations by Dan WaldschmidtEverything you think you know about success is wrong, says my latest guest on PowerViews, Dan Waldschmidt, author of the new book Edgy Conversations: How Ordinary People Can Achieve Outrageous Success. Dan’s firm, Waldschmidt Partners International, solves complex marketing and business strategy problems for savvy companies all over the world.

For his book, Dan researched more than 1,000 high performers in business, sports, politics and other fields, searching for commonalities that set them apart. The inspiration for the book was Dan’s own grandfather, a World War II veteran who survived an extraordinary battlefield ordeal. Having overcome extreme obstacles is common among super achievers, Dan said. In our interview, Dan and I also talked about some other key traits that most successful people share.

Read More

Tags: B2B Marketing, PowerViews

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

Posted by Dan McDade Mar 27, 2014 9:23:00 AM

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. Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5:

Read More

Tags: B2B Marketing

And People In Hell Also Want Ice Water

Posted by Guest Blogger Mar 25, 2014 7:53:00 AM

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

He stands 6’5” in custom-made cowboy boots, and wears a wide-brimmed straw cowboy hat that cost as much as the boots. Likeable and direct, he pointed a lot and pointing makes me uncomfortable. Jabbing the air seemed like jabbing me in the chest, and as my mother would say, that’s impolite. But I know he is just western, real western, and he didn’t mean anything personal.

Read More

Tags: Marketing & Sales Alignment, Lead Qualification, Lead Management, Sales Leads, Sales & Marketing Management

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

Posted by Guest Blogger Mar 20, 2014 8:21:00 AM

You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. And you soon realize you are completely wasting your time.

Well, I called 185 inbound leads like that, in one week.

Not only was it a waste of my time, but the repeated failure really started to get inside my head.

Read More

Tags: Inbound Marketing

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

Posted by Dan McDade Mar 18, 2014 11:52:00 AM

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. This is a topic I discussed at length with my latest guest, Chris Tratar, vice president of product marketing at SAVO.

SAVO defines itself as a sales-first organization, which might seem like a no-brainer. But as Chris explained, few companies are truly committed to aligning themselves around the sales team. We went on to talk about how, despite the fact that sales mean revenue, CEOs of major companies nevertheless give short shrift to the importance of the sales sector. The good news, according to Chris, is that the trend is shifting, a possible harbinger of real progress in the not-so-distant future.

Read More

Tags: Marketing & Sales Alignment, Sales Process, B2B Sales, Increase Sales, Sales Leads, PowerViews